Buyer ScriptsBeginnerBuyer Agent
Online Buyer Lead — First Call
- 1Hi {name}, this is {you} with Team Legacy — you asked about {address}. I'm standing by my computer, do you have 60 seconds?
- 2Great. Are you hoping to be in a home in the next 30 days, or is this more of a 3-to-6-month plan?
- 3And is {address} the style you want, or were you using it to see what your budget gets you?
- 4Here's what I'd do next: I'll send you three homes that actually fit, and we'll walk one this week. What's better for you — Thursday evening or Saturday morning?
Why it works: Lead with the property they asked about, ask timeline before money, and always close on two specific times.
Buyer ScriptsBeginnerBuyer Agent
Buyer Consultation Opening
- 1Before we look at a single house, I want to earn the right to be your agent. Fair?
- 2Today we'll cover three things: what you want, what the market will actually give you, and how I get paid so there are no surprises.
- 3Most buyers I work with save time because we make the decision criteria before we're emotional about a house.
- 4If everything I show you today makes sense, we'll sign the representation agreement and start touring. Sound good?
Why it works: Set the agenda, get micro-agreements, and make the paperwork the natural end of the meeting instead of a surprise.
Buyer ScriptsIntermediateBuyer Agent
Buyer Who Wants a Tour With No Commitment
- 1I'd love to show it to you. The way I work is simple: I go all-in for my buyers, and my buyers go all-in with me.
- 2So let's do a 20-minute consultation first — in person or on Zoom — then I'll open the door to anything you want to see.
- 3You'll leave that meeting knowing more about this market than 90% of buyers, whether or not you hire me.
Why it works: Trade access for a consultation. Never lead with the form, lead with the value of the meeting.
Listing AppointmentIntermediateListing Agent
Listing Appointment — Opening & Agenda
- 1Thanks for having me. Here's the plan: I'll ask about your goals, walk the home, show you what buyers are doing right now, and then we'll talk price and my plan.
- 2At the end I'll ask you a direct question: do you want me to sell it? If the answer is no, I'll shake your hand and we're still friends.
- 3First — if this sells at your number in your timeframe, where are you going next?
Why it works: Pre-frame the close at the start, then earn it. Motivation before marketing, marketing before price.
Seller ScriptsIntermediateListing Agent
Price Reduction Conversation
- 1We've had {showings} showings and {offers} offers. The market is voting, and it's telling us something specific.
- 2Buyers aren't saying the house is wrong — they're saying the price is ahead of the value they see.
- 3We have two options: change the price, or change the product. Which one do you want to talk about first?
- 4If we adjust to {price} this week, we re-enter the top of buyer searches instead of aging out of them.
Why it works: Bring data, give two choices, and let the seller pick — never argue the number.
FSBOIntermediateListing Agent
FSBO Door Approach
- 1Hi, I'm {you} with Team Legacy. I'm not here to list your home today — I'm here because I may have a buyer for it.
- 2Are you cooperating with agents who bring a qualified buyer?
- 3Perfect. Two quick questions: what's the address doing on showings so far, and what happens if it hasn't sold in 30 days?
- 4Can I check back in two weeks? If you're still on the market, I'll bring you the exact list of what buyers said about homes like yours.
Why it works: Show up as a buyer source first. Earn the follow-up appointment, not the listing on visit one.
ExpiredAdvancedListing Agent
Expired Listing Call
- 1Hi {name}, I see your home came off the market. Are you still hoping to sell, or are you staying put now?
- 2When you interview the next agent, what's the one thing you'll insist they do differently?
- 3That's exactly where most listings stall. I'd like 20 minutes to show you the three changes that get a home like yours sold.
- 4What's better — tomorrow at 6, or Saturday at 10?
Why it works: Ask what went wrong, then position yourself as the fix. Two-time close every call.
SphereBeginnerAll Agents
Sphere Check-In (No Pitch)
- 1Hey {name}, no agenda — you popped in my head today. How's {detail}?
- 2Things are busy on my side. I've been helping a few people time their move before rates shift again.
- 3By the way, if anyone at {workplace} ever mentions buying or selling, would you keep me in mind?
Why it works: Lead with the relationship, close with a soft ask. 20 of these a day rebuilds a pipeline in 60 days.
Open HouseBeginnerAll Agents
Open House Sign-In & Qualify
- 1Welcome in! Go ahead and sign in — the sellers ask me for a list of everyone who walked through.
- 2Have you been looking long, or is this your first weekend out?
- 3Are you working with an agent already, or handling it yourself so far?
- 4If this one isn't it, I have two coming up that never hit the public sites. Want me to text them to you?
Why it works: The sign-in is normal because the seller asked for it. Then qualify with curiosity, not a checklist tone.
Follow-UpBeginnerAll Agents
Open House Follow-Up (Next Day)
- 1Hi {name}, {you} from the open house on {street}. Quick question — was the layout close to what you wanted, or too {issue}?
- 2I pulled three homes that fix that. Want me to send them?
- 3If you'd rather just watch the market for a while, I can set you up on a private search and stay out of your way.
Why it works: Ask one specific question, offer two levels of commitment, and never send a wall of text.
Follow-UpIntermediateAll Agents
Re-Engaging a Ghosted Lead
- 1{name}, should I keep you on my list or take you off? Either answer is totally fine.
- 2If you're still thinking about it, here's what changed in {area} since we talked: {market_fact}.
- 3Reply 1 to keep getting updates, 2 to pause, 3 if you want to talk this week.
Why it works: Give permission to opt out. The takeaway close revives more dead leads than any drip campaign.
Commission & ValueAdvancedAll Agents
Commission & Value Conversation
- 1That's a fair question, and I'd ask it too. My fee is {fee}, and it's negotiable in one direction: what I do for it.
- 2Here's what that buys — {marketing}, {negotiation}, {vendor_network} — and here's what it produced for my last {n} sellers.
- 3If another agent will do it for less, ask them which of those things they're removing.
- 4Would you rather save 1% on the fee, or net 3% more on the sale price?
Why it works: Never defend the number — reframe to net proceeds and show the deliverables the discount removes.
Referral AskBeginnerAll Agents
Referral Ask After Closing
- 1Congratulations again. Now that it's done — what was the best part of working together, and what would you change?
- 2That helps a lot. Most of my business comes from clients like you instead of ads.
- 3Who's the next person in your life likely to move — a coworker, a neighbor, family?
- 4Great. Want to introduce us by text right now, or should I reach out and mention you?
Why it works: Ask for feedback first, then for one specific name — never a vague 'send people my way'.
RecruitingAdvancedTeam Leader
Agent Attraction — First Conversation
- 1I'm not here to pitch you a brokerage. I'm curious — if nothing changes in 3 years, are you happy with where your business lands?
- 2What would have to be true for you to look at another model?
- 3Most agents I talk with care about three things: what they keep, what they learn, and what they own long term.
- 4Can I show you the 20-minute version of how the eXp model handles all three? If it's not for you, we're still good.
Why it works: Ask about their goals before you talk about the model. Attraction is diagnosis, not presentation.
LeadershipAdvancedTeam Leader
Weekly Accountability Call (Leader → Agent)
- 1Numbers first: conversations, appointments set, appointments held, contracts. What are yours this week?
- 2Which of those four is the bottleneck? Not the whole business — just the one number.
- 3What's your commitment for the next seven days, in a number you'd bet money on?
- 4I'll check in Wednesday. What do you need from me to make that number easy?
Why it works: Coach one metric at a time and let the agent name the commitment. Ownership beats assignment.
